Senior Director, Market Access, Corporate Accounts

Opportunity awaits those up to the challenge of developing transformative therapies across a broad range of debilitating diseases. 

Summary:

The Sr. Director, Market Access, Corporate accounts will lead a field team of Corporate Account Directors to support robust access for some of the most challenging diseases patients face. This role reports to the Head of Market Access and will have a significant role in unlocking the blockbuster potential for SYFOVRE in geographic atrophy (GA) and EMPAVELI across multiple rare diseases. This role will also provide strategic considerations for Apellis’ robust pipeline.

The individual will be responsible for managing the payer-focused commercial field team, implementing customer-facing programs, and execution of account management activities. The person will directly manage a “best in class” corporate account director team and will be responsible for the successful implementation of a strategic and tactical plan to support patient access. The Sr. Director will have responsibility for a team that calls on multiple external customer types: National Accounts, Regional Accounts, Medicare (DME MACs, MA and PDP), Medicaid, PBMs, and Federal Accounts. This role will require significant collaboration with other market access team members as well as cross-functional partnerships with Sales, Marketing, Medical, Commercial Operations, and Patient Services.

Roles and Responsibilities:

Key Responsibilities Include:

Team Leadership

• Lead, develop, and motivate a high-performing team of Corporate Account Directors to deliver results aligned with department goals.
• Cultivate direct relationships with senior leaders at key accounts to strengthen strategic partnerships.
• Coordinate activities of the corporate account team in cooperation with the patient hub and external partners to minimize barriers to access on a patient specific basis.
• Identify opportunities for pull-through and improved account access in partnership with other field and home-office teams.
• Prioritize customer call priorities / tiering of accounts that directs the field team to address top priorities in an urgent manner.
• Lead cross functional teams in developing and executing access-focused Corporate Account Plans in cooperation with relevant functions (Sales, MSLs, Medical Affairs, Marketing and Pricing).
• Partner with the Access Marketing team to create an impactful and strategically-aligned tactical plan for the payer segment to successfully support access and awareness of Apellis’ products.
• Identify, create, and execute specific programs and services to support best in class market access support.

Payer Strategy

• Partner with pricing and strategy leads to develop and implement payer contracting strategies.
• Lead strategic direction and accountability for contract negotiations to support Apellis’ access goals, including discounts, rebates, administrative fees, and innovative contracting constructs, in accordance with Pricing Committee Guidelines and corporate objectives.
• Lead strategic planning exercises to inform the long-term Apellis access strategy including presentations and alignment with executive leadership
• Develop payer strategy for pipeline programs and provide input to lifecycle management activities as needed.
• Lead internal reviews to ensure cross-functional teams are aware of ongoing payer activities and mitigation plans for any challenges or risks.
• Maintain a deep understanding of the payer environment, including PBMs, private payers, and government channels and educate internal partners as required.

Performance Management

• Set clear performance objectives/expectations and provide ongoing coaching and development of direct reports including designing incentive compensation plans and concrete business objectives.
• Create KPIs that measure success and align with Apellis’ business objectives.
• Ensure account activity is accurately reflected in the CRM system and analyze key reports to ensure objectives are met an can be communicated internally to senior leadership.
• Continuously review, evaluate and recommend improvements to organization to enable higher performance.
• Manage field team expenses according to budget.
• Ensure all field team activities are conducted compliantly.
• Up to 50% travel, including customer meetings, conferences, and internal cross-functional workshops.

Education, Registration & Certification:

• Bachelor’s degree in a related business or scientific discipline

Experience:

• Strong understanding of reimbursement (Buy & Bill) pathways, pharmacy-benefit management, Medicare (Parts A, B, C, D), Medicaid, and commercial payer dynamics
• Understanding of financial concepts and contracting issues, including legal and best price and ASP implications
• Understanding of specialty pharmacy networks and patient out-of-pocket dynamics
• Proactive, results oriented, self-starter motivated by the desire to do the right thing for the patients and their caregivers
• Excellent planning, organization and time management skills including the ability to support and prioritize multiple projects
• Experience managing direct reports
• 10+ years of pharma/biotech access-focused experience, with at least 5+ years with management experience.
• Experience in rare diseases preferred
• Proven launch experience
• Strong oral and written presentation skills and executive presence.
• Proven ability to work in a fast-paced, highly visible and dynamic environment; able to work effectively with ambiguity and incomplete information.
• Ability to influence and lead across functions; operate in a matrix environment.
• Must be a highly cross functional team player that is willing to participle in activities that may not necessarily be in his/her core responsibilities
• Must adhere to Apellis’ core values, policies, procedures and business ethics

Travel Requirements:

50% Travel
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Education:

Pay Information:

Base salary for this role will consider multiple factors, including but not limited to, candidate qualifications, relevant expertise, specialized skills, and industry experience in complement-targeted therapies. The targeted base salary range for this position is $241,000-$361,000. This range represents the base salary only and reflects Apellis' commitment to competitive compensation within the biopharmaceutical industry. The final salary offered may vary based on individual qualifications, business needs, and current market conditions.

Work Arrangement:

Benefits and Perks:

Apellis offers a comprehensive benefits package, including a 401(k) plan with company match, inclusive family building benefits, flexible time off, summer and winter shutdowns, paid family leave, disability and life insurance, and more! Visit https://apellis.com/careers/benefits/ to learn more.

Company Background:

Apellis Pharmaceuticals, Inc. is a global biopharmaceutical company leading the way in complement science to develop life-changing therapies for some of the most challenging diseases patients face. We ushered in the first new class of complement medicine in 15 years and now have two C3-targeting medicines approved to treat four serious diseases. Breakthroughs for patients include the first-ever therapy for geographic atrophy, a leading cause of blindness, and the first treatment for patients 12 and older with C3G or primary IC-MPGN, two severe, rare kidney diseases. We believe we have only begun to unlock the potential of targeting C3 across many serious diseases.

 

For more information, please visit http://apellis.com or follow us on LinkedIn and X.

EEO Statement:

Apellis is an equal opportunity employer and complies with all applicable federal, state and local fair employment practices laws. Apellis strictly prohibits and does not tolerate discrimination against employees, applicants or any other covered persons because of race, color, religion, creed, national origin or ancestry, ethnicity, sex (including pregnancy), gender (including gender nonconformity and status as a transgender or transsexual individual), age, physical or mental disability, citizenship, past, current or prospective service in the uniformed services, genetic information, marital status, AIDS/HIV status, smoker/nonsmoker, and occupational pneumoconiosis or any other characteristic protected under applicable federal, state or local law.

For San Francisco postings: Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. 

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.